Sales Manager

At Air Products, we reimagine what’s possible. By tapping into the motivation of our people and our collective experience, we create the ideas and innovations that drive us forward. When we come together – where every voice is heard and everyone knows they belong and matter – we create solutions that launch people into space, support lifesaving care in hospitals, and enable the construction of groundbreaking, world scale production facilities.

The Area Sales Manager will report to the Director of Sales and be responsible for driving outstanding sales performance within the existing regions by mentoring and developing their direct reports. This individual will be tasked with strengthening the regional structure and sales model, building distinctive capabilities among their people and increasing focus and accountability in the region. Primary performance objectives will be to deliver revenue and profit growth through new and existing customers, ensuring high retention/renewal rates and adhering to business rules for pricing.

The successful candidate will partner closely with key participants including:
Strategic Account Managers (SAMs), Commercial Technology, Central Sales, Asset Management, Engineering, and Logistics.

• Affordable Medical, Dental and Vision Insurance (day 1 of employment)
• 401k with 100% vested company core and match
• Paid Vacation, holidays + sick time
• Paid Parental leave (Up to 8 weeks)
• Backup Child and Adult Care benefit
• Adoption assistance
• Flexible spending accounts (medical, dependent daycare)
• Life Insurance (AD&D
  - Paid for by Air Products), Supplemental AD&D
• Legal Plan & Identity theft coverage
• EAP (Employee Assistance Program)
• Many more supplemental benefits available

• Attention to Detail
• Business and Financial Skill
• Strong written and oral communication skills
• Contract Negotiation
• Critical Thinking
• Commercial and Technical Leadership
• Consultative Selling
• Natural Curiosity
• Team Building
• Critical Thinking

• Develop and implement SOP for the Area and for each Territory within, using resources and assets to provide Air Products with competitive advantages. Grow profitability and market share through new business development, contract renewal signings and meeting or exceeding pricing targets. Strengthen sales force processes and capabilities across the team, bringing outside experiences and standard methodologies to improve team performance. Lead and participate in full life‑cycle of sales, including but not limited to: prospecting, pricing, lead generating, presentations, negotiations, in‑person client meetings, proposal writing, relationship building, closing and account management.
  
  Maintain an active presence in the field (75%+ of the time) mentoring field sales representatives and Microbulk supervisors. Shown understanding of Engineering, Product Management, Marketing, Commercial Technology, Industry segments, Legal, Operations and Logistics. Drive success through a network of teams that include FAMs, Key Account Managers, Liquid Bulk Account Managers, Commercial Technology, Central Sales, Product Management, Engineering, Logistics and sometimes their global counterparts.

• Bachelor’s degree or equivalent experience required, chemical engineering preferred
• 7 to 10 years of validated experience
• Strong leadership, influencing, and communication skills
• Ability to work optimally in a matrix environment
• Must maintain a valid driver’s license, a clean driving record, and the ability to access and safely operate a reliable personal vehicle on an ongoing basis

The expected pay range for this job varies based on location. In California, the expected pay range is $185k - $285k (which is inclusive of ARC and sales incentives). The range we reasonably expect to pay for this position as individual compensation decisions is based on a variety of factors. ARC is a California specific program to provide additional base pay compensation for exempt employees who reside in select high‑cost counties and directly support an Air Products site or business within a high‑cost county.

Founded in 1940, Air Products is…